Telesales is about persistence, persuasion, and problem-solving. But objections are part of the process. The secret to converting more leads is to read what the prospect is most likely thinking and replying in a way they can trust and believe in. Here’s a way to combat common objections to sealing more deals.
1.I’m Not Interested.
This is a very common objection. Instead of pushing away right off the bat, figure out what the ultimate cause is.
Respond with:
“I understand, but may I ask—what part of our offering doesn’t interest you? When many of our clients came initially, they thought the exact same thing until they realized how this could assist them.” This keeps this dialogue flowing and helps in dealing with specific issues.
2.It’s Too Expensive.
A price objection typically means that the prospect does not yet see the value. Focus on the benefits instead of discounting immediately:
“I completely understand budget concerns. However, many of our customers find that the cost is outweighed by the [time/money/efficiency] savings they gain. Let me explain how it can work for you.
3.I Need to Think About It.
It usually indicates that the prospect is reluctant but, for whatever reason, does not want to say ’no’ outright. A good response would be:
” What issue specifically are you worried about? I’d be happy to share whatever details can help you feel confident deciding.”
This allows you to identify the hesitancy and address it head-on.
4.Using Another Service Provider.
Do not dismiss the conversation but ask about their current experience.
“That’s great! What do you enjoy most with your current provider? A lot of our clients worked with us because [add a competitive advantage]. If I could offer you something better, would you want to be the first to hear it?
This turns your solution into an upgrade, rather than just another replacement.
5.Call Me Back Later.
It’s often a nice way of saying the conversation is over. Don’t leave it to the reader to guess, but instead write:
“I’d be happy to! What would be a good time for you? Also, just so I don’t waste your time later, may I ask what’s holding you back right now?
This will allow you to assess their interest in your solution and not pursue any bad leads.
Final Thoughts
When someone makes an objection during telesales, have patience, be an active listener, and position your offer as a solution to their problem. And, by tackling concerns right and center and not closing the discussion, you will transform many objections into an opportunity and, ultimately, more calls in more closed deals.